20.500.12556/DKUM-68586 Značilnosti poslovnih pogajanj pri procesu prodaje na primeru podjetja talum d.d. Characteristics of business negotiations in the process of sales on the case of the company talum d.d. Predmet analize v magistrskem delu je opredelitev značilnosti poslovnih pogajanj pri procesu prodaje na primeru podjetja Talum d. d. Koncept poslovnih pogajanj smo najprej opredelili na teoretični ravni, kjer smo podrobneje opredelili tudi mednarodna poslovna pogajanja in prodajna pogajanja. V nadaljevanju smo opredelili tudi značilnosti poslovne kulture in poslovnih pogajanj italijanskih in nemških pogajalcev. Do ključnih ugotovitev smo prišli skozi analizo petih strukturiranih intervjujev, ki smo jih opravili s prodajalci petih izbranih izdelkov v podjetju Talum d. d. Ugotovili smo, da prodajalci dobro poznajo dejavnike, ki tvorijo poslovno kulturo italijanskih in nemških poslovnih partnerjev, prav tako pa dobro poznajo tudi stil pogajanj obeh poslovnih partnerjev. Poznavanju poslovne kulture in stila pogajanja tujih poslovnih partnerjev ter v kolikšni meri jim to pomaga pri sklepanju posla ne pripisujejo velikega pomena, kar pa izhaja iz razloga, da z njimi že dolgo sodelujejo in dobro poznajo tako nemško kot tudi italijansko poslovno kulturo in stil pogajanja. V zaključnem delu magistrskega dela smo navedli še ugotovljene podobnosti oziroma razlike, ki se pojavljajo pri procesu pogajanj naših intervjuvancev. Pri tem smo predlagali, da bi morali prodajalci svoj pogajalski proces tudi evalvirati. The subject of the analysis in the presented master's thesis is the definition of the characteristics of business negotiations in the sales process on the example of Talum dd. The concept of business negotiations was first defined at the theoretical level, where we also defined international business negotiations and sales negotiations. In the following, we also defined the characteristics of business culture and business negotiations between Italian and German negotiators. Key findings were obtained through the analysis of five structured interviews, which we conducted with the sellers of five selected products at Talum d.d. We found that the sellers are well aware of the factors that form the business culture of Italian and German business partners, and they also know the style of negotiations between both business partners. Knowing the business culture and style of negotiation of foreign business partners and to what extent this helps them in doing business does not attach much importance, which is due to the fact that they have long been involved with them and have a good knowledge of both German and Italian business culture and style of negotiation. In the final part of the master's thesis, we have already identified similarities or differences that appear in the process of negotiating our interviewees. We suggested that sellers should also evaluate their negotiation process. Poslovna pogajanja Talum prodajna pogajanja poslovna kultura pogajalski stili. Business negotiations Talum sales negotiations international business negotiations business culture negotiation styles. true true false [M. Venta] Slovenski jezik Angleški jezik Magistrsko delo/naloga 2017-09-27 18:20:19 2017-12-12 12:40:24 2022-08-01 15:44:07 2019-07-11 16:57:43 2017 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.57 12936988 URN:SI:UM:DK:7TOEZ6EK MAG_Venta_Martina_2017.pdf MAG_Venta_Martina_2017.pdf 1 49D341174C08D1C4DE7C31C9B7A4F3C7 4d711f3797450428e8831917028168515f712a999a550a2aec67e7cae818374e 69a765de-7c0f-11eb-bb7a-00155d0001ca 20.500.12556/dkum/7ec3198f-8678-48bb-9d53-04546493a37b https://dk.um.si/Dokument.php?lang=slv&id=119390 Ekonomsko-poslovna fakulteta 0 0 0